Fisher, Roger
Getting to yes : negotiating an agreement without giving in / Roger Fisher; William Ury; Bruce Patton - London : Random House Business, 2012. - 204 p. ; 20 cm.
Previous edition: 1999.
Chapter 1. Don't bargain over positions --
Chapter 2. Separate the people from the problem --
Chapter 3. Focus on interests, not positions --
Chapter 4. Invent options for mutual gain --
Chapter 5. Insist on using objective criteria --
Chapter 6. What if they are more powerful? (Develop your BATNA --
Best alternative to a negotiated agreement) --
Chapter 7. What if they won't play? (Use negotiation jujitsu) --
Chapter 8. What if they use dirty tricks? (Taming the hard bargainer)
9781847940933
Negotiation.
Negotiation in business.
158.1 FIS
Getting to yes : negotiating an agreement without giving in / Roger Fisher; William Ury; Bruce Patton - London : Random House Business, 2012. - 204 p. ; 20 cm.
Previous edition: 1999.
Chapter 1. Don't bargain over positions --
Chapter 2. Separate the people from the problem --
Chapter 3. Focus on interests, not positions --
Chapter 4. Invent options for mutual gain --
Chapter 5. Insist on using objective criteria --
Chapter 6. What if they are more powerful? (Develop your BATNA --
Best alternative to a negotiated agreement) --
Chapter 7. What if they won't play? (Use negotiation jujitsu) --
Chapter 8. What if they use dirty tricks? (Taming the hard bargainer)
9781847940933
Negotiation.
Negotiation in business.
158.1 FIS
